Area Sales Manager (Manado)

lactalis-mainland dairy; Indonesia; On-site; IDR 180,000,000 - 320,000,000; Full time

Job summary

Lactalis Mainland Dairy is seeking a dynamic Sales Manager to lead sales and distributor operations in Manado and assigned territories. You will drive profitable growth, expand distribution, strengthen market execution, and build a high-performing sales team.

The role requires at least 3 years in FMCG sales management, with strong knowledge of General Trade, wholesalers, and local Modern Trade. Willingness to travel within the territory is essential.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• Minimum 3 years FMCG sales management experience.
• Experience with distributors and team leadership.
• Knowledge of GT, wholesalers, and local Modern Trade.

Responsibilities

• Lead sales and distributor operations to drive growth.
• Develop area distributor/channel/brand plans.
• Manage distributor performance and working capital.
• Expand outlets and improve distribution.
• Ensure strong in-store execution and merchandising.
• Forecasting, reporting, and adherence to policies.
• Coach and evaluate sales teams through field visits.

Skills

FMCG Sales

Distributor Management

Team Leadership

Education

Bachelor’s degree in Business/Marketing

Job description

Lead sales and distributor operations in Manado and assigned territories to deliver profitable growth, expand distribution, strengthen market execution, and develop a high-performing sales team.

Key Responsibilities

• Deliver monthly distribution, and sales performance
• Develop area plans by distributor, channel, territory, brand, and priority SKU.
• Manage distributor performance, including sales investment, working capital, inventory, service level, and profitability.
• Expand active outlets and improve numeric distribution, effective calls , drop size, and SKU penetration.
• Ensure strong in-store execution: availability, assortment, pricing, promotions, visibility, and merchandising.
• Maintain healthy inventory and minimise out-of-stock, ageing stock, near-expiry products, returns, and bad stock.
• Lead, coach, and evaluate sales supervisors and distributor sales teams through regular field visits.
• Monitor competitors and identify growth opportunities across Manado and surrounding territories.
• Ensure accurate forecasting, reporting, credit management, and adherence to Lactalis policies.

Key KPIs

• Active outlets and numeric distribution
• Productivity sales force
• Service level and product availability
• Bad stock and return percentage
• Promotion compliance

Requirements

• Bachelor’s degree in Business, Marketing, or a related field.
• Minimum 3 years of FMCG sales experience in manager, including distributor and team management.
• Strong knowledge of General Trade, wholesalers, and local Modern Trade.
• Strong analytical, negotiation, coaching, and execution capabilities.
• Dairy or food-category experience is preferred.
• Familiarity with Manado and North Sulawesi markets is an advantage.
• Willing to travel extensively within the assigned territory.